How do supplier relationships contribute to success in conference and events management?

Abstract

PurposeThe aim of this paper is to report the findings from a survey of UK conference and event managers, which highlights the benefits that can accrue from supplier management within this sector.Design/methodology/approachA survey of venue managers covering a cross‐section of venue types was used.FindingsA significant proportion of venue managers report having long‐term supplier relationships, placing considerable value on the non‐financial benefits that can accrue from long‐term supplier relations featuring mutual trust and good working relationships. These include consistency, responsiveness and flexibility in service delivery. Additionally, the familiarity of regular suppliers with the venue and its procedures, can lead to seamless service delivery to the customer and free‐up venue managers time.Research limitations/implicationsThe research design provides a one‐sided view of supplier relationships.Practical implicationsAttention is drawn to the performance benefits arising from building supplier relationships and offers guidance as to how these can be sustained by avoiding the pitfalls on long‐term relationships. In doing so, the findings legitimise the importance of taking non‐financial considerations into account when awarding or renewing supply contracts.Originality/valueThis paper applies lessons emerging from research on supplier relationships to a growing, but under‐researched, sector of the hospitality industry.